How often do you show up for meetings “a few minutes late”? Those “few minutes” are damaging your reputation and costing you money. – Photo by fotofabrika/dpc A while back in this space I listed three sales resolutions you could make to increase sales in the new year. Here’s one more sales resolution: Be on time. Every […]
I recently drank a $12 bottle of water. It was pretty good. I learned of MaHaLo Hawaii Deep Sea Water in December during a tour of the Natural Energy Laboratory of Hawaii (NELHA). MaHaLo uses one of NELHA’s pipes to draw the water out of the Pacific Ocean, and then runs it through a desalinization […]
Are you overestimating the value of your sales pipeline? It may not be as full as you think. “The ball don’t lie.” – former NBA great Rasheed Wallace Sales Pipeline Math: A Story Problem This comes from Jeb Blount’s new book Fanatical Prospecting: Becky has 30 prospects in her pipeline. Her closing percentage is 10%. She […]
“Why isn’t the service contract campaign working?” The question came from a television station Account Executive in the Southeast. He was working with an HVAC contractor who wanted to promote maintenance service agreements. The commercial had been running for about three months and had generated very few calls. I’ve met with more than a few heating […]
When you sit down to write an ad, you have a chance to tell a story. Who is the hero of the story? It’s not the advertiser. In his e-book How to Tell a Story, Donald Miller lays out a very effective structure for a marketing piece: A character [the hero] as a problem, then meets a […]
